Presentation Materials

for FY2022 Q1
Sansan, Inc.

October 13, 2022

Disclaimer

In preparing these materials, Sansan, Inc. (“the Company”) relies upon and assumes the accuracy and completeness of all available information. However,
the Company makes no representations or warranties of any kind, expresses or implies, about the completeness and accuracy. This presentation may
contain future assumptions, prospects and forecasts based on planning, but these forward-looking statements are based on the information that is currently
available to us, and on certain assumptions that we assume to be reasonable, but the Company does not promise to achieve these. Major differences may
occur between the forecast and the actual performance, including changes in economic conditions, consumer needs and user preferences; competition withother companies; changes in laws, regulations and others; and a number of other future factors. Therefore, the actual performance announced may varydepending on these various factors. In addition, the Company has no obligation to revise or publish the future prospects posted on this site.

© Sansan, Inc.

2

Contents

1 Consolidated Financial Results for FY2022 Q1
2 Full-year Forecasts
Appendix(Sansan Group Overview, Sansan/Bill One Business, Eight Business)© Sansan, Inc.

3

Contents

1 Consolidated Financial Results for FY2022 Q1
2 Full-year Forecasts© Sansan, Inc.

4

1 Consolidated Financial Results for FY2022 Q1Highlights of FY2022 Q1 Results
Consolidated net sales up 24.3% YoY
Net Sales: Sansan/Bill One Business 23.7% growth, Eight Business 25.8% growth
ARR (1): 21.9% growth to ¥20,809 million

Steady progress made against full-year earnings forecasts
No change to consolidated earnings forecasts announced at beginning of fiscal year
Decrease in adjusted operating profit (2) due to strengthening of personnel recruitment and marketing activities, in line withplan.

High growth continued for Bill One cloud-based invoice management solution
Bill One MRR (1) up 332.1% YoY, to ¥140 million
ARR (as of August 2022) was ¥1,690 million(1) Following review of calculation method, FY2021 Q1 value for annual recurring revenue changed(2) Operating profit+ share-based payment expenses+ expenses arising from business combinations (amortization of goodwill and amortization of intangible assets)© Sansan, Inc.

5

1 Consolidated Financial Results for FY2022 Q1

Overview of Consolidated Financial Results
Net sales up 24.3% YoY, but adjusted operating profit decreased because of growth investments
Profit at each stage under ordinary profit decreased owing to large gain on sale of investment
securities recorded in same period of previous year.
FY2021(millions of yen)

FY2022

Q1 Results

Q1 Results

YoY

Consolidated Results

Net Sales

4,597

5,714

+24.3%

Gross Profit

4,088

4,930

+20.6%

88.9%

86.3%

-2.6 pt.

-85

-227

－

－

－

－

Ordinary Profit

754

-173

－

Profit Attributable to Owners of Parent

652

-325

－

5.23 yen-2.61 yen－

Gross Profit Margin

Adjusted Operating Profit
Adjusted Operating Profit Margin

EPS (1)(1) As the Company conducted a four-for-one common stock split effective December 1, 2021, EPS was calculated on the assumption that the stock split was conducted at the beginning of the fiscal year ended May 31, 2022.
© Sansan, Inc.

6

1 Consolidated Financial Results for FY2022 Q1

Factors Contributing to Changes in Adjusted Consolidated Operating Profit
Personnel expenses up ¥439 million (28.1%), and advertising expenses up ¥285 million (33.4%) YoY,
because of strengthening of personnel recruitment and advertising activities, respectively
Status of Consolidated Net Sales/Adjusted Operating Profit(millions of yen)

Net Sales
Cost of Sales

Advertising Expenses
SG&A+1,117

508

784

+275

2,002
1,138

1,757

Adjusted Operating Profit -85

For reference© Sansan, Inc.

5,714

853

(excl. personnel expenses
and advertising expenses)

Share-Based Payment Expenses
Expenses Arisingfrom Business Combinations(amortization of goodwill
and amortization of intangible assets)

Operating Profit

4,597

1,562

Personnel Expenses

-102

YoY

FY2022 Q1 Results

FY2021 Q1 Results

2,016
-227

+439
+285
+259
-142

11

31

+19

5

6

+1

-265

-163

7

1 Consolidated Financial Results for FY2022 Q1Results by Segment
Increased net sales and adjusted operating profit (reduced deficit) in both Sansan/Bill One and Eight Businesses.
Adjustments amount (adjusted operating loss) up ¥250 million YoY, owing to more employees, etc.
FY2020(millions of yen)

Q1 Results

Q1 Results

YoY

4,597

5,714

+24.3%

4,160

5,147

+23.7%

424

533+25.8%

Others1355+308.0%Adjustments

-1

-21

－

Consolidated

-85

-227

－

Sansan/Bill One Business

1,142

1,221

+6.9%

Eight Business

-176

-135

－

2

-9

－

-1,054-1,304－

Consolidated
Net Sales
Adjusted Operating
Profit© Sansan, Inc.

FY2021

Sansan/Bill One Business
Eight Business

OthersAdjustments

8

1 Consolidated Financial Results for FY2022 Q1

Sansan / Bill One Business Overview
Against backdrop of Sansan’s steady growth and high growth of Bill One, net sales up 23.7% YoY
Even while investing in Sansan and Bill One’s growth, adjusted operating profit up 6.9% YoY
FY2020(million yen)

Sansan/Bill One Business© Sansan, Inc.

FY2021Q1 Results

Q1 Results

YoY

Net Sales

4,160

5,147

+23.7%

Sansan

4,068

4,701

+15.5%

3,899

4,451

+14.1%

169250+48.1%

Bill One89

401+346.1%Others2

44+1,916.7%

1,142

1,221

+6.9%

27.5%

23.7%

-3.8 pt.

Sansan Recurring Sales
Sansan Other Sales

Adjusted Operating Profit
Adjusted Operating Profit Margin9

1 Consolidated Financial Results for FY2022 Q1
Sansan Recurring Sales, Number of Sansan Subscriptions and Monthly Recurring Sales per Subscriptions,Sansan / Bill One Business : Last 12 Months Average of Monthly Churn Rate for Sansan

Sansan recurring sales up 14.1% YoY, Sansan other net sales up 48.1%.
Number of subscriptions up 8.2% YoY and monthly recurring sales per subscription up 5.5% YoY.
Last 12 months average of monthly churn rate has remained low, at 1% or less.
Number of Sansan Subscriptions andMonthly Recurring Sales per Subscription

Sansan Recurring Sales(millions of yen)

Sansan Other Sales「Sansan」その他
Sansan Recurring Sales「Sansan」ストック「Sansan」ストック売上高比率
Ratio of Sansan Recurring Sales(subscriptions)「Sansan」契約件数
Number of Sansan Subscriptions
Monthly
Recurring Sales per Subscription
契約当たり月次ストック売上高

95.3% 95.1% 94.9% 95.2% 95.8% 95.3% 94.7%
94.2% 94.7%¥9,000

3,357
157

3,535
172

3,733
191

3,893
185

4,068
169

4,227
200

4,366
230

4,551

4,701

¥8,000

6,969

250

264

7,230 7,523

Last 12 Months Average of Monthly
Churn Rate for Sansan (1)

7,744

7,992

8,186

8,314

8,488

8,644
180,000

170,000¥7,000¥173,000¥164,000¥6,000160,000¥5,000¥155,000

150,000¥4,000

3,199

3,362

3,541

3,708

3,899

4,026

4,136

4,286

4,451
¥3,000140,000

0.62%¥2,000130,000

0.59%¥1,000

¥0

Q1

Q2

Q3

FY2020

Q4

Q1

Q2

Q3

FY2021Q4Q1

FY2022120,000

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1

FY2020

FY2021

FY2022

FY2021Q1

FY2022
Q1(1) Ratio of decreased monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc.

10

1 Consolidated Financial Results for FY2022 Q1

Sansan / Bill One Business : Sansan Development Schedule
Use of some post-product reform functions commenced June 2022.
Plan to install functions that display email contact information and enable searches after October 2022.

FY2021Q3

FY2022Q4Q1

Q2• Email contact display and• Added Contact Inbox• Browsing of company• Strengthened integration

function (December)

information (March)with Teikoku Databank(June)• Add website inquiry form
integration (May)• Risk Intelligence forsearch functions(August)• DM solution function

companies/people(August)(additions as necessary)© Sansan, Inc.

11

1 Consolidated Financial Results for FY2022 Q1

One MRR, Paid Subscriptions, and Monthly Recurring Sales per Paid Subscription,
Sansan / Bill One Business : Bill
Last 12 Months Average of Monthly Churn Rate for Bill One

MRR up 332.1% YoY, ARR (as of August 2022) was ¥1,690 million
Number of paid subscriptions up 232.1% YoY, monthly recurring sales per paid subscription up 30.2%
YoY, last 12 months average of monthly churn rate has remained low, at 0.45%
Number of Bill One Paid Subscriptions (2) andMonthly Recurring Sales per Paid Subscription

Bill One MRR (1)(millions of yen)140

Last 12 Months Average of Monthly
Churn Rate for Bill One (3)(subscriptions)

930

有料契約件数
Number of Bill One Paid Subscriptions
Monthly Recurring Sales per Paid Subscription
有料契約当たり月次売上高

116

776
643

ARR

90

August 2022

¥151,000¥116,000¥1,690million

0.49%

455
58
280
32
¥48,000
53
6

19

0

4

8

Aug. Nov. Feb. May Aug. Nov. Feb. May Aug.
2021

FY2020

0.45%

188

2022

FY20212023

FY2022

96

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1

FY2020

FY2021

FY2022

May-22
FY2021
Q4

Jun-22

Jul-222Aug-222
FY2022
Q1(1) Following review of calculation method, values prior to FY2021 Q4 changed.
(2) Values up to FY2021 Q4 end changed following revision of aggregation timing, from when subscription completion concluded to start of service use (when calculation method prior to revision applied, value for FY2022 Q1 was 1,015 subscriptions).
(3) Ratio of decrease in monthly fees associated with contract cancellations to total monthly fees from existing Bill One subscriptions.
© Sansan, Inc.

12

1 Consolidated Financial Results for FY2022 Q1

Sansan / Bill One Business : Bill One User Company Coverage by Company Size
Based on Sansan performance, significant scope for coverage expansion in Bill One’s usage by major companies

8,644
E 1,000+

Number of subscriptions

16.6%

930
1.7%

M 100 ｰ 999

4.0%

0.7%

S <1000.3%

0.0% (2)Company Size
(Number of employees)

Vast roomfor new development

Coverage (company) (1)(1) The coverage is calculated with the number of subscription in each services for FY2022 Q1 end as the numerator and the number based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau as the denominator(2) Bill One paid subscriptions only.
© Sansan, Inc.

13

1 Consolidated Financial Results for FY2022 Q1

Sansan / Bill One Business : Size of Potential Market and Bill One ARR
Since all companies are targeted regardless of their industry or size, vast room for development exists in Japan.
Aiming to more than double ARR YoY by end of FY2022.
Size of Potential Market (1)Bill One ARR (2)(millions of yen)Companies in Japan (1)~ARR

2 million

Aim to more thandoubleYoY

1,392
Companies in Bill One network~Approx. 51,000

237Bill One paid subscriptions

930

2021
End of
FY2020End 2022
of FY2021

2023
End of
FY2022(1) Based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau.
(2) Following review of calculation method for Bill One MRR, values prior to end of previous fiscal year changed.
© Sansan, Inc.

14

1 Consolidated Financial Results for FY2022 Q1Eight Business Overview
Sales up 25.8% YoY owing to expansion of B2B services.
Adjusted operating loss shrank by ¥40 million YoY.
FY2020(millions of yen)

FY2021Q1 Results

Q1 Results

YoY

424

533

+25.8%

B2C Services

71

72

+2.1%

B2B Services

352

460

+30.6%

-176

-135

－

－

－

－

2.96

3.15

+0.18

million people

million people

million people

2,342

3,008

+28.4%Net Sales

Eight Business

Adjusted Operating Profit
Adjusted Operating Profit Margin

Number of Eight Users (1)Number of Eight Team Subscriptions(1) Number of confirmed users who registered their business card to their profile after downloading the app.
© Sansan, Inc.

15

1 Consolidated Financial Results for FY2022 Q1Eight Business: Net Sales, Adjusted Operating Profit/Los
Decrease in B2B service net sales compared with previous Q4 because of factors that include absenceof large-scale business events.
Plan to aim for adjusted operating profit to return to profitability for FY2022.
Net Sales

Adjusted Operating Profit(millions of yen)(millions of yen)783

BtoCサービス
B2C services
BtoBサービス
B2B services

533

552

488
424

454

424

710

360
309
350
234

413
287

480

460

383

352

-101
-162
-193

74

73

73

74

71

71

71

72

72

Q1

Q2

Q3

Q4

Q1

Q2

Q3

Q4

Q1

FY2020© Sansan, Inc.

19

FY2021

FY2022

Q1

Q2

-96

-135
-178

Q3

FY2020

-176
-198

Q4

Q1

Q2

Q3

FY2021Q4Q1

FY202216

Contents

1 Consolidated Financial Results for FY2022 Q1

2 Full-year Forecasts© Sansan, Inc.

17

2 Full-year Forecasts

Consolidated Financial Forecasts
No change to consolidated earnings forecast announced at beginning of fiscal year.
Aim for solid growth in consolidated net sales and growth in adjusted consolidated operating profit
that exceeds sales growth in FY2022.
FY2022 (1)FY2021(millions of yen)

Full-year Results

Full-year Forecasts

YoY

20,42025,117~25,764+23.0%~+26.2%

Sansan/Bill One Business

18,10521,998~22,632+21.5%~+25.0%Eight Business

2,213

2,900
~3,010+31.0%~+36.0%Adjusted Operating Profit

730

917
~1,288+25.5%~+76.3%

3.6%

3.7%
~5.0%

+0.1 pt.
~+1.4 pt.

Sales

Consolidated Forecasts

Adjusted Operating Profit Margin(1) We do not disclose specific forecast figures for operating profit (loss) and below as it is difficult to make a reasonable estimate of expenses related to stock-based compensation, which may vary significantly depending on the level of our stock price, and certain nonoperating profit (loss) and other items.
© Sansan, Inc.

18

2 Full-year Forecasts

Medium-Term Financial Targets (FY2022–FY2024)
Aiming for solid growth in net sales and stable profit growth

Important management indicators
Consolidated net sales

Continue solid growth in the 20%+ range or higher

Adjusted
consolidated
operating profit

Improvement of profit margin in each fiscal year
Sansan/Bill One Business

Eight Business

Recording adjusted operating profit of ¥10 billion
or more for Sansan and Bill One

Recording stable adjusted operating
profit for full year

(excluding Other, such as new services in
Sansan/Bill One Business segment)© Sansan, Inc.

19

Appendix© Sansan, Inc.

Sansan Group Overview© Sansan, Inc.

Sansan Group Overview

Mission and Vision

MissionTurning encounters
into innovation

VisionBecome business
infrastructure© Sansan, Inc.

22

Sansan Group Overview

History
2019－present

2021

2013－2018

Changed listing market to the First Section of the Tokyo Stock Exchange
Began offering “Sansan Meishi Maker” a comprehensive business card
making solution

Raised a total of more than
10 billion yen in funding

2022
Began offering “Contract One” a cloud-based contract
management solution
Changed from the First Section to the Prime Market of theTokyo Stock Exchange.

Start of broadcastsof first Sansan TV commercial

SAN SAN, Inc. (now Sansan, Inc.) founded
Began offering “Link Knowledge” services(now “Sansan,” a sales DX solution)

20,420 million yen

Began offering “Bill One” a cloud-based invoice management solution
logmi, Inc. became a subsidiary

2013
2007

2019

2020

Marketing throughLarge Fundraising

Founding andLaunch of Business

FY2021
Consolidated Net Sales

Listed on the Mothers Sectionof the Tokyo Stock Exchange

2013－20182007－2012

Multifaceted Growth2014
Changed legal name to Sansan, Inc.

2012
Launched “Eight,” a contact and career
management app

2007

2008

2009

2010

2011

2012

2013

2014

2015

2016

2017

2018

2019

2020

2021

2022

(1) The graph indicates net sales for fiscal years ended in May (figures prior to the year ended May 2016 are non-consolidated, while subsequent figures are consolidated)© Sansan, Inc.

23

Sansan Group Overview

Digitally Transform How You Work
Offering a business database that reshapes how people work and that connects encounters with people
and companies with business opportunities.
Developing services in business flows in various fields.
Digital Transformation (DX) for B2B

DX for B2C

Administrative DX

Sales DX

Contract DX

Accounting DX

Career DX

Businesscardcreation

Sales

Contract

RequestCareermanagement

Work styles that will change with use of business databases© Sansan, Inc.

Users can
immediately findInformation is easy to
manage and can beinformation they needshared immediately

Easy to analyze and utilize
information and makedecisions based on data24

Sansan Group Overview

Overview of Reporting Segments
Comprises two reporting segments, the Sansan/Bill One Business and Eight Business. (1)Sansan/Bill One Business

Eight Business

SansanBill One

OthersB2C Services

B2B Services

The sales DX solution

Cloud-based invoice
management solution

Cloud-based contract
management solution

Contact and career management app

Contact and career management app- Eight PremiumComprehensive businesscard making solution- Eight Team- Eight Marketing Solutions- Meets- Climbers- DX Camp- Business IT & SaaS EXPO
- Eight Career Design
Media that transcribes all documents (2)(1) From FY2021 (June 1, 2021), following a change in the recognition method for certain services, the reportable segments were changed to Sansan/Bill One Business and Eight Business. Of note, the few other services not included in reportable segments are recorded
in “Others,” while elimination of intra-company transactions (sales), and costs not allocated to segments are recorded in “Adjustments.”(2) Services provided by logmi, Inc., a consolidated subsidiary© Sansan, Inc.

25

Sansan Group Overview

Operation and Technologies for Digitizing Analog Information
Establishment of analog information digitization operation structure unsurpassed by competitors.
Prompt, accurate digitization of large volume of business card information

Scan large volumes ofanalog information

AI:
Data entry

Humans:Manual entry

Humans: Final check

Database

Automatic and manual data entry of
analog information images
Cycle repeated since company began

Combination of Technologies
Automatic detection andmicro-tasking of
analog information© Sansan, Inc.

Automatic detection of
language

Automatic sorting tooperators

Diverse network ofdata entry operators

Image processing
technology

26

Sansan Group Overview

Tailwind of Market Environment
Work-style reform and digital transformation are boosting the need for cloud-based solutions
Work-style Reform and ICT-related Spending in Japan (1)(billions of yen)Communication Services
IT and Business Services
SoftwareHardware

Digital Transformation Market Size (2)(billions of yen)

SaaS Market Size in Japan (3)(billions of yen)＋¥579.0
449.0
billion＋¥423.6
387.0
276.9

750.4

＋¥
3,813.6＋
38,136億円
billionbillion5,195.7

1,668.1

965.6

542.0

1,089.1

1,071.0

1,115.5

1,382.1

2017
'05/5

2022
'05/5
forecast

2019
'05/5

2030
'05/5
forecast

2022
'05/5
forecast

2026
'05/5
forecast(1) Based on 2018 to 2022 Outlook of Work-style Reform and ICT-related Spending in Japan: by Hardware, Software, IT and Business Services, Communication Services by IDC Japan (December 2018).
(2) Based on Market Edition and Vendor Strategy Edition of 2022 Outlook of the Digital Transformation Market by Fuji Chimera Research Institute.
(3) Based on 2022 New Software Business Markets by Fuji Chimera Research Institute.
© Sansan, Inc.

27

Sansan Group Overview

Company Overview (1)Company name

Sansan, Inc.

FoundedJune 11, 2007

Head office

Aoyama Oval Building 13F, 5-52-2 Jingumae, Shibuya-ku, Tokyo

Other locations

Branch offices: Kansai, Fukuoka, Chubu
Satellite offices: Tokushima, Kyoto, Fukuoka, Hokkaido, Niigata

Groupcompanies

Sansan Global Pte. Ltd. (Singapore）
Sansan Corporation (United States)
logmi, Inc.

Representative

Chika Terada

Employees

1,199

Capital¥6,450 million

Net sales¥20,420 million (FY2021)

Classification byshareholder type

Domestic financial institutions: 20.19%; security firms: 1.32%;
other domestic corporations: 2.17%; foreign financial institutions and individuals: 28.47%;
individuals and others: 47.85% (As of May 2022)

Head OfficeKamiyama Lab

Sansan Innovation Lab(1) As of August 31, 2022 (consolidated results)© Sansan, Inc.

28

Sansan Group Overview

About Employees
Number of Employees (1)Breakdown by Organization (2)(persons)

1,205

Sansan/Bill One Business
Sales/SD/CS

1,199
Others955

714

Eight Business549

employees

Sansan/Bill One Business
Others
FY20181,199

FY2019FY2020

FY2021

FY2022
Q1

Sansan/Bill One Business
Development(1) Following review of calculation method, FY2019 to FY2021 values for annual recurring revenue changed(2) As of August 31, 2022
© Sansan, Inc.

29

Sansan/Bill One Business© Sansan, Inc.

Sansan/Bill One Business

Sansan: Product Reform of Database to Power Your Sales
Reformed product from business card/contact management service to service for sales DX.
Building databases unique to user companies by combining company information and contact databases.
Database to power sales andunique to each user company

Corporate database

Contact database

Data item• Trade name• Industry• Location• Employees• Teikoku• Sales
Databank code
• Capital• Establishment
date• Representative
officer information• Executive
information

Business
cards

Email

Websiteinquiries

Virtual cards

Phone calls

Seminarsand more

Note: Some information is linked only to business cards in user’s possession.

System integration（Salesforce , Marketo, SATORI, and more ）Microsoft ( 2 ) eams, Outlook,
Concur Expense(1) Salesforce is a registered trademark of salesforce.com, Inc.
(2) Microsoft Teams, Teams, and Microsoft Outlook are registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries.
© Sansan, Inc.

31

Sansan/Bill One Business

Sansan: Potential Market Size of Sansan in Japan (TAM)
The number of users within current customers is limited, and there’s room for many dozens of times
more coverage expansion.
Company size

Sansan coverage

Sansan coverage(number of employees)(company) (1)(employees) (1)1,000+

16.6%

100–999

100 or fewer(+1.3 pt. YoY)

4.0%

4.3%

(+0.9 pt. YoY)

3.2%(+0.5 pt. YoY)(+0.6 pt. YoY)

0.3%

1.1%

(+0.0 pt. YoY)

Potential formany dozens of times
coverage expansion(+0.2 pt. YoY)

(1) Sansan coverage is calculated with the number of subscription and total number of IDs in Sansan for FY2022 Q1 end as the numerator and the number based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau as the denominator(because of a review of the definition of calculation, the value at FY2021 Q1 end was revised).
© Sansan, Inc.

32

Sansan/Bill One Business

Sansan: Market Share and Customers
Has gained high level of brand recognition among B2B services and established a dominant market
share. Building a solid customer base backed by Japan’s top SaaS management expertise, cultivatedsince the company’s founding.
Dominant brand recognition and market share in B2B

Strong sales organization and solid customer base

Sales share in 2020 (1)SaaS expertise cultivatedover the 15 years since founding

Sansan83.1 %(1) Latest trends in business card management services and sales services [SFA/CRM/online business card exchange], December 2020, Seed Planning, Inc.
© Sansan, Inc.

33

Sansan/Bill One Business

Sansan: Service Plans
Providing basic company-wide use plan
A. Basic company-wide use plan1

2

Initial cost

12 months’ license cost

(initial costs)

Cost for digitizing existing business cards

Customer
Success Plan
(initial costs)

B. Previous plan (ID subscription)

Cost based on number of contract
IDs

Timing of payment

Start of contract

Digitization costs for business cards already held
(upper limit placed on number of business cards)

Offer introduction support plans with individual quotation
Costs for implementation and operational support of Sansan services

Start of contract

3

ScannerMonthly ¥10,000 per scanner(running costs)

Rent scanners and tablets to customers based on number of office floors and/or branches

4© Sansan, Inc.

License cost

Determined based on company size
and usage (annual subscription)

Setting based on number of contract
IDs (annual subscription)(running costs)

Tens of thousands to millions of yen per subscription

Fixed billing for each ID (upper limit placed on
number of business cards digitized)

Start or renewalof contract

Start or renewalof contract34

Sansan/Bill One Business

Sansan: Number of Subscriptions and Monthly Recurring Sales per Subscription
Achieve growth through increases in both the number of subscriptions and monthly recurring sales
per subscription.

Increase Monthly Recurring Sales per Subscription
Increased Numberof Subscriptions• Expanding sales coverage to large corporations• Promoting solution-based sales• Promoting regional expansion

Number of Sansan Subscriptions

Upselling• Promoting company-wide use (from the sales
department to the entire company)• Enhancing implementation support• Promoting Virtual Cards• Strengthening collaboration with othercompanies’ partners• Promoting higher edition• Partnerships with other companies, and M&A

Monthly Recurring Sales per Subscription

5,362

8,644

¥123,000¥173,000

FY2018 End-Q1

FY2022 End-Q1

FY2018 End-Q1

FY2022 End-Q1

Approx.

© Sansan, Inc.

More Use by Existing Customers

1.6 times

Approx.

1.4 times
35

Sansan/Bill One Business

Sansan: Expanding Use of Virtual Cards Function
Started providing Virtual Cards function in June 2020 amid expansion of new work styles, such as
remote work. Stronger syncing between our other segment and other companies, such as Eight with
Microsoft Teams (1) and Google Calendar (2).

Maximize Sales with
Virtual Cards(1) Microsoft 365 is registered trademarks of Microsoft Corporation in the U.S. and other countries.
(2) Google Workspace and Google Calendar are trademarks of Google LLC.
© Sansan, Inc.

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Sansan/Bill One Business

Sansan: Accumulation of Net Sales by Service-in Timing (Recurring Sales)
Stably achieving negative churn rate (1)Sansan Sales Stack-up: Accumulation of Net Sales by Service-in Timing (2) (Recurring Sales)

FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4FY2021End-Q4FY2022End-Q1(1) Status where increase of revenue generated by the existing subscriptions is greater than revenue reduced resulting from cancellation(2) Created based on monthly Sansan license charge (unaudited), values from graphs up to and including FY2021 Q4 end changed following review of calculation method.
© Sansan, Inc.

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Sansan/Bill One Business

Sansan: Sales Composition by Customer Size (Recurring Sales)
No significant change in revenue composition ratio by customer size.
Sansan Sales Composition by Customer Size (1) (Recurring Sales)
Company size
(employees)

FY2022End-Q1(composition)

1,000+

100–999

41%

<100

35%
24%
FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4FY2021End-Q4

YoY(revenue)＋

13.5 %＋

14.3 %＋

10.2 %FY2022End-Q1(1) Created based on Sansan monthly fee amounts (unaudited), values from graphs up to and including FY2021 Q3 end changed following review of calculation method.
© Sansan, Inc.

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Sansan/Bill One BusinessBill One: Service Outline
Invoice issuing to be offered as an optional function from July 2022.
Planning response to eligible invoice issuance, supporting corporate invoicing systems from both
receipt and issuing side.
Side issuing the invoice

Bill One user companies

One-stop receipt
On behalf of users, Bill One aggregates invoices sent
in various formats and by various methods.
Postal mail

Digitization of invoices with 99.9% accuracy
Emailattachment

AI, OCR, and input operators digitize invoices with high accuracy of 99.9%.
Email notification to person in charge that invoice has been received
or that digitization has been completed.

Centralized management by database
In addition to the digitized invoices being centrally managed in a dedicateddatabase, provide functions to enable connectivity with other systems.
Upload© Sansan, Inc.

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Sansan/Bill One BusinessBill One: Market Share and Customers
Achieved #1 share of sales in the cloud invoice receiving service market.
Regardless of company size, acquiring customers from various types of businesses.
Market Share in Cloud Invoice Receiving Services (1)Customers Running Bill One

Share of Sales
in Cloud Invoice
Receiving Service Market

No.1(1) Deloitte Tohmatsu MIC Economic Research Institute, "The Present and Future of the Market of Online Invoice Receiving Solution Service Market, Expected to Grow at a Staggering Rate" (MIC IT Report, July 2022).
© Sansan, Inc.

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Sansan/Bill One BusinessBill One: External Environment in Invoicing Arena
Planning to start invoicing system applications from October 2023.
Review not only of invoice receipt but also of issuance operations in demand.
2022• System for correctly calculating theamount of tax credits for purchases

subject to consumption tax

Invoicing
System• Issuing company applies for registration

2023

2024

October 2021 to end of March 2023
Contractor’s registration application acceptance period
commences at time of issue of eligible invoice

and issues eligible invoices

October• Measures required to be taken by

Invoicing systemapplications commence

receiving company, such as confirming
registration numbers and necessary

items with National Tax Agency• Laws related to preservation ofelectronic books

Revision ofElectronic
Bookkeeping
Act• Paper receipt national tax documents
can be stored electronically with no need
to apply to tax offices

January

Enforcement of Electronic Bookkeeping Act (Revised)• Electronic preservation of electronic
receipt national tax documents mademandatory (accepts that electronicstorage is not possible only under certain

Allows 2 years for not being able to store electronically
only under certain conditions

storage conditions)© Sansan, Inc.

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Sansan/Bill One Business

Sansan Meishi Maker and Contract One: Service Outlines
Sansan Meishi Maker: Comprehensive business card making solution that streamlines management
departments’ creating business cards
Contract One: Cloud-based contract management solution that completes contract operations online
and realizes centralized management

Sansan Meishi Maker

The service enables one-stop business card creation and orderingon Sansan, Google Workspace (1), Microsoft Outlook (2), and Microsoft
Teams (2), as well as centralized management of business card
creation, ordering, and management operations in the cloud.

Accurate digitization of contracts enables centralized data management ofboth paper and electronic contract information, and contract-related tasks
such as sealing, storage, and management can be done online. Provides
functions to visualize contract operations, improve operational efficiency,
and encourage risk management.

(1) Google Workspace is a trademark of Google LLC.
(2) Microsoft Teams, Teams, and Microsoft Outlook are registered trademarks or trademarks of Microsoft Corporation in the United States and other countries.
© Sansan, Inc.

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Eight Business© Sansan, Inc.

Eight Business

Eight: Service Outline
App used by more than 3 million businesspeople as a service to resolve problems that individuals
face in business, including career-building
Challenges facing
businesspeople

Not making the most out ofbusiness encounters

Lack sufficient access tobusiness card information

Autonomous careerbuilding not possible

Offering a lifetime app for business

Manage your contacts
and your career
Contact and career management app- Automatically creates profiles- Management and search of contact information- Latest information reaches users- Users see career information- Reaches scouts from companies© Sansan, Inc.

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Eight Business

Eight: Strengthening and Promotion of Monetization Plans
Augmenting and accelerating monetization by strengthening corporate services that leverage networkof more than 3 million users.
B2B Services (1)Recruiting
platform

Advertising

B2B

B2B

B2C Services
Business events

Business card management

B2B

Fixed monthly fee (2)(fixed contract)

Professional recruitment services
targeting Eight users

Pay-for-use charges depending
on delivery volume (3)(fixed contract)

A service for delivering ads toEight users

B2B

Fixed fee per event(held irregularly) (4)Various business event services
utilizing Eight's business network

B2C

Fixed monthly fee

Fixed monthly fee(annual subscription)

Users can share contact
with colleagues

Delivers additional functions
to users, such as network
data download(1) B2B services in the Eight business include event transcription services for the media logmi Biz, logmi Finance and logmi Tech provided by logmi, Inc.
(2) There is an additional charge when a decision to hire is made. (3) There is a minimum advertisement placement price and a normal advertisement menu. (4) There are multiple fee settings depending on the type of event held, etc.
© Sansan, Inc.

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